Philips - Sales Enablement Manager - Cardiology Informatics

Job title : Sales Enablement Manager - Cardiology Informatics

Report to Healthcare Informatics (HI) Sales Enablement Leader

Job grade 60

Aim of the Job Accelerate sales competency and pre-sales support for Cardiology Informatics (CI) business by addressing RFP/Tender/Ad-hoc queries, support for quotations, configurations, creating proposals managing webinars and key insights/collaterals.

Key Areas of Responsibility

Work Function: Sales Support - CI

- Respond to questions from the sales team about assigned solutions with answers that are accurate, clear, and actionable

- Create, maintain & communicate a database of questions asked by the sales force and the corresponding answers (tender database/RFP databank or a blank tender document)

- Proactively communicate key information upstream and downstream through regular cadence, newsflash, SocialCast and other available / relevant channels

- Create, maintain, and communicate a detailed analysis on each competitor of assigned solutions

- Manage the End-2-End Support Portal ensuring content is up to date and easy to access

- Distribute, analyze, and drive improvements through organization based on internal sales satisfaction surveys

- Address the steady stream of RFx that today are encountered

- Enable sales and other frontline, client-facing colleagues to spend greater time on the field with the client and uncovering / exploring greater opportunities

- Create consistent, high quality, documents that can be used by sales colleagues (e.g.: locked out tender specs., blank tender document and a semi pre-filled solution proposal template)

Work Function: Proposal Writer

- Co-write as an author, with market owners, high-quality clear solution proposals including winning themes. This would be across CI and adjacent business areas.

- Responsible for managing all aspects of bid management, proposal development, including reviewing RFx, developing proposal bid plans, preparing annotated outlines, leading storyboard development process

- Developing kickoff meeting packages, maintaining boilerplate text and graphics, preparing compliance matrices, ensuring schedules are met and proposal meets RFP requirements, monitoring and supporting proposal review process, managing Best and Final Offer (BAFO) responses, and requesting and participating in customer debriefings.

Additionally:

- Manage content on the Knowledge Portals (e.g. SharePoint, internal facing Wiki pages, and SocialCast) and ensure the material is up-to-date

- Collaborate with colleagues within Philips to drive internal satisfaction and efficiency measures with compliance to quality metrics throughout the team

Authorities Within established guidelines

Key Measures - 

Adhering to timelines and quality of deliverables

Coverage and scope of deliverables for the assigned task / Periodicity of tasks

Defined Milestones (only an example, per month):

- RFPs / Tenders responded

- Ad-hoc Q&A responses

- Mean Time to Answer (MTA) Trends

- Market specific webinars

- Key competitive insights uncovered

- Win / Loss analyses

Key Attributes Reliability/Stability - ability to stay focused on tasks at hand, adapt to stress/urgency that comes up during the week, show up on time, low rate of absenteeism.

Empathy - the ability to see another's point of view; ability to have positive interactions and build relationships with little interaction. Build internal network of contacts to enable quick response to questions

Team player - role is to make it as easy as possible for the sales team to sell. This role will need to work closely with the sales team but also within and across teams. Should have the ability to influence without authority

Eye for detail, fast, and accurate - The most important thing for sales is the ability to go the root of things, understand various aspects, and respond quickly with an accurate & clear answer that is actionable. The ability to deal with repetitive tasks efficiently. Proactive-ness and problem solving attitude. Continuous improvements mindset. Excellent communication skills and interpersonal skills in order to manage relationships with Sales support organization and sales managers in the markets

Education and Experience 8 - 12 years of relevant sales enablement experience

Healthcare Informatics (HI) domain knowledge is a must

Fluent in English & strong skills in MS Office with past experience in being a Single Point of Contact (SPOC) for frontline sales colleagues in compiling high quality clear solution proposals, RFP / RFI / EOI (RFx) responses.

Shipley Certification in - Writing Winning Proposals-

Evidence of creativity of writing winning business proposals

Strong experience in coordinating with international teams, excellent verbal and written communication skills with a proactive approach.

Familiarity with SFDC, QlikView, MS Office Suite of Products

Degree level education or equivalent

Agile SCRUM, Lean Methodology, Quality-conscious mind-set with - First time right- approach

Perks of Position Great work environment with a strong growth potential